Reviews the pre-negotiation phase of the negotiating process.
Written in 2003; 1,150 words; 1 sources; APA; $ 39.95
Paper Summary:
This paper reviews the pre-negotiation phase of the negotiating process. The four elements of the pre-negotiating phase and five important individual characteristics of negotiators are identified and discussed.
From the Paper:
"Peterson and Lucas pointed out that an area of the negotiating process that has received less attention than is warranted is the pre-negotiation phase of the process. This paper addresses four questions related ..."
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